Negotiation Skills Expansion

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Questions and Answers

What is the hardest negotiation skill to learn?

Cooperation (correct)
Avoidance
Acknowledgment
Competition

What is required for cooperation according to the negotiation tool kit?

Complete tool kit of cooperation, competition, avoidance, and acknowledgment (correct)
Only self-control and empathy
Ability to compromise only
Complete absence of emotions

Which faculty is necessary for perspective-taking?

Self-control
Reason (correct)
Intuition
Empathy

What is the strategy that elicits cooperative behavior, even from strangers?

Tit for tat (A) Signup and view all the answers

What is the role of self-control in negotiations?

It incentivizes cooperation over violence (A) Signup and view all the answers

Why do non-relatives cooperate according to the text?

Because many hands lighten the load (D) Signup and view all the answers

What is the basis of cooperation according to the negotiation tool kit?

Reasoning and perspective-taking (D) Signup and view all the answers

What is the illusion that may prevent us from expanding our skill set?

Illusion of competence (A) Signup and view all the answers

What do negotiators consider when determining the structure of an agreement?

Whether it should be a pure price deal, a trade, or an unbundled agreement (B) Signup and view all the answers

What is the goal of a negotiator according to the content?

To give the other side the best deal and help them sell it to their stakeholders (B) Signup and view all the answers

What approach is summarized by Susskind?

Writing their victory speech (B) Signup and view all the answers

What is the benefit of brainstorming in negotiation?

To generate alternatives, even if they seem wild or impractical (A) Signup and view all the answers

Why is it advisable to consider multiple issues simultaneously in negotiation?

To enhance judgment accuracy, satisfaction, and economic outcomes (B) Signup and view all the answers

What is the limitation of cooperative bargaining according to Baltasar Gracián?

There are limits to cooperative bargaining (A) Signup and view all the answers

What is the most promising approach in negotiations according to research?

Giving and taking is often the most promising approach (C) Signup and view all the answers

What do negotiators need to balance according to the content?

Creating value and distributing it effectively (B) Signup and view all the answers

What type of tactics are used to expand the pie and capture it?

Cooperative tactics (B) Signup and view all the answers

Why is it important to identify and frame all issues in negotiations?

To understand the priorities and interests of both sides (A) Signup and view all the answers

What is the purpose of framing in negotiations?

To influence how parties perceive the situation and behave (A) Signup and view all the answers

What is the name of the experiment that demonstrated the impact of framing on decision-making?

Morton Deutsch's prisoner's dilemma experiment (B) Signup and view all the answers

What is the result of choosing the proper mental frame in negotiations?

It can help parties overcome a purely distributive mindset (D) Signup and view all the answers

What is the name of the negotiation tool kit that includes interests, priorities, and framing for each party?

Jeanne Brett's negotiation table (D) Signup and view all the answers

What is the outcome of acknowledging the other side in negotiations?

It can shift attention and pressure the other party to reconsider their stance (B) Signup and view all the answers

What is the sequence of traits presented in Solomon Asch's experiment?

Trait adjectives (D) Signup and view all the answers

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Study Notes

Gaining Negotiation Skills

Negotiation skill that is the hardest to learn is the ability to cooperate
A complete tool kit of cooperation, competition, avoidance, and acknowledgment is necessary, along with the ability to compromise
The illusion of competence may prevent us from expanding our skill set

Perspective-Taking

Cooperation relies on reasoning and perspective-taking
Ability to see the world through the eyes of another is crucial
Tit for tat strategy elicits cooperative behavior, even from strangers
Tit for tat reinforces cooperative behavior while maintaining fairness

Self-Control

Self-control incentivizes cooperation over violence in dilemmas
Delay of gratification for greater future benefits is enabled
Self-control facilitates trade-offs and cooperative moves despite intuitive fears or impulses
It allows for productive handling of uncertainties in negotiations

Empathy

Empathy is essential for cooperation
Negotiators consider various factors, such as whether it should be a pure price deal or a staged agreement
Attending closely to the other side's needs and interests incorporates value-creating benefits for them
Writing "their victory speech" creates goodwill and improves the value of the deal for the other party
Brainstorming generates alternatives, even if they seem wild or impractical
Do not decide sequentially; consider multiple issues simultaneously to enhance judgment accuracy and economic outcomes

Cooperative Bargaining

There are limits to cooperative bargaining; it's not always in our self-interest to solely engage in cooperative tactics
A balance between creating value and distributing it effectively is necessary
Giving and taking is often the most promising approach in negotiations
Research shows that negotiators achieve a larger piece of the pie when they have created value with the other side

Identifying and Framing Issues

Negotiating about only very few issues can be difficult
Identifying important issues for both sides is crucial
Jeanne Brett's negotiation table can be utilized to identify interests, priorities, and framing for each party
Framing plays a crucial role in negotiations, influencing how parties perceive the situation and behave
Choosing the proper mental frame can help parties overcome a purely distributive mindset in negotiations

Acknowledging the Other Side

Acknowledging the other side is a crucial tactic in negotiation
Taylor Swift's negotiation with Apple Inc. over Apple Music's launch illustrates the tactic of acknowledging the other side
Acknowledging one's BATNA and focusing on independent artists can shift attention and pressure the other side to reconsider their stance